The Courier Shop

It should come straight to you, right?

Sadly life is not like that, with good marketing you will get some work and you will find you still have to go out and get customers, you can sit back and wait for them to come to you BUT you will run through all your money first.

Being a self employed courier means if you don’t find the work you don’t get paid. If you own the removal company or are a self employed mover, then you don’t get paid. You need customers and you need to find them. You need to find profitable customers for your business.

So what types of courier work are more profitable?

Local delivery jobs are good for a courier looking to increase their local customer base. As they are local you can complete more of them throughout the day and therefore become profitably quickly. The downside is that there will be more wear and tear on your vehicle when you complete local delivery work so you need to factor that in to your prices when you look for this type of work.

Long distance jobs can be profitable for a courier especially if they can get a return load back to their home area. Make a point of calling courier companies in your delivery drop area so they know to contact you if they have a load going your way.

Specialist delivery jobs can also be profitable to a courier. Jobs such as delivering dangerous goods (when correctly licensed) can pay a premium as this type of courier service is rare, so do your research and see what type of specialist courier services are required.

Whatever delivery work you have locally, nationally or specialist remember to calculate your costs and expenses correctly so you do not underquote on your prices, if you fail to calculate your costs properly you will quickly eat into any reserve that you have built into your business.

Source: How to deliver and profit

Attracting customers can be done a variety of ways and a blend of marketing activity is good, it enables you to reach more potential customers.

As well as an online presence, you need an offline one too. Believe it or not there are some customers who don’t use the internet, they prefer traditional media.

In conclusion, get off your backside and look for the work you enjoy delivering or get a job.

Sarah

Thanks to Graham Hunt for flagging up the removal company and their attitude in this blog, Spain is not Greece

Here at the courier shop we are lucky enough to work with leading sales trainer Linda Mattacks on how to grow sales for our courier businesses, in a nutshell – how do we find more courier work?

If you are looking for a quick fix solution then go and join a freight exchange – there are enough of them, but that doesn’t fix the underlying issues that you may have and doesn’t improve things long term.

One of the things that Linda does best (and believe me she can do a lot of fantastic things) is Elevator Pitches, she wrote mine and it works. An Elevator Pitch is where you explain what you do within a minute without selling, and quantify what sort of leads/prospects you are looking for. This makes it easier for the person you are talking to to understand what you are doing and how they can help you.

One of the easiest ‘pitches’ for me to remember was a magician – he demonstrated a quick trick and said he was available for parties, weddings and corporate events: Job done! Or so I thought…

What do you want?

The magician example leads into the fact that it seems many of us (Brits, anyway) when networking not only fudge what we do, we won’t say what we really want: we prefer to say what we’ll settle for! How daft is that?

Linda Mattacks Source: Birds on the blog

If you cannot talk about what you do with with passion and enthusiasm then quite simply you are dead in the water – you are not worth remembering and you are certainly not worth recommending to.

Now, before we get lost in the intricacies of a pitches and introducing ourselves to other business people remember every business situation is an opportunity to talk about how you and your business can help other businesses. If you are attending event after event and getting no where fast, you need to examine why you are there.

If you met you for the first time, would you do business with you? And why?

Sarah Arrow & Linda Mattacks

David Paget is the owner of UKSMF Ltd, a free sales and marketing advice site. He has put together 5 top tips to consider with your courier and parcel business marketing practices:

1. Know your customer -  The first mistake many courier business can make is not knowing their customers. Define your target market carefully through research and segmentation, then position yourself as different and as superior to your courier competitors.

2. Get your message right ? A great way to do this is to do a SWOT analysis of your courier business.

• Strengths,

• Weaknesses,

• Opportunities

• Threats

Write it all out on a piece of paper and you’ll be surprised at how focused this will make you in writing your message to your potential customers.

3. Features and Benefits – A feature is a great thing but it always needs to be backed up by the benefits of the feature. I.E. ? ?  We are insured which gives you great peace of mind that your parcel will be delivered safe and sound.  The benefits will drive the customers impulse to buy your service against your competitors.

4. Always follow up You’ve just done all of the hard work and attracted the customer to your service, spoken to the potential customer and engaged their interest? So what do you do next? You need to schedule a follow up and make sure that you do it. Conversion rates can be dramatically improved just by following up properly. Even if you lose that potential it is still wise to follow up 3 months later, maybe they still need the service that you offer.

5. Keep your marketing efforts going – Even if your first efforts bring you 5 customers at once, if you stop marketing your business will become very quiet again. Even 10 minutes a day will benefit your courier business.

Try different marketing messages as some will work better than others, when you find one that works, stick with it. Running a business is about 99% perspiration and 1% inspiration – stick with this motto and you should not go too wrong.

For even more free marketing advice for couriers, visit our friendly community over at www.salesandmarketingforums.co.uk

Look forward to your comments

Regards

Dave

David Paget
Operations Director
UKSMF Ltd

Saturday evening we spent a lot of time with Ken Roast from Courier Works, Steve Lee from Concierge Couriers and Pat, Susan and the rest of the Patterson family from Pepperpot Couriers.

We were at the Hilton in Coventry and attached are two videos, warts, bums n legs and all… so you get to see what goes on when 250 courier companies around the UK meet up, have dinner and then vote on the best of the business, in our opinions.

Congrats to to all the winners and thanks to Mark Paterson for helping with the videoing – he also managed to win £400 worth of insurance from One Business as well.

Thanks to Alison and Zemina for all their effort in organising this, it gets better every year

And Pat… I am level 72 on the farm and I may throw a sheep at you

Sarah

What skills are needed to become a courier? and are academic skills essential?

Aside from a current clean driving license, the main skills a courier needs is patience.

Delivering other peoples cargo or freight (or even documents)

means working to their schedule and that may not always fit in with your own. Patience is a vital skill when working as a courier. There may be waiting time, or even customers absent from the collection point. Waiting is part of being a courier, waiting time (being paid to wait) is a perk of being a self employed courier, although not fo r a courier that works for a private company.

A good courier has other essential skills needed as well, these include

• Map-reading and navigational skills – the ability to operate a satellite navigation system is useful
• Good health and physical fitness – heavy lifting and frequent lifting is involved
• The ability to work alone and keep to tight schedules, you will often work on your own unless it’s a two man team delivery. These type of jobs are few and far between for a self employed couriers.
• A responsible attitude to safety, reckless people will not last long if they gain employment as a courier
• A basic knowledge of motor mechanics is useful but not essential, a blown tyre or loose wire can make a difference to your timekeeping, a little know how helps in a big way.
• A passion for driving and getting to know the local business community – if you don’t like driving, this really isn’t for you

A good courier company will vet and assess their employees as its important to employ the right ones for their business. Ones that are heavy handed with the freight or packages won’t last long. It’s very important that cargo arrives in one piece or a company will have to claim on their insurance. Often reckless employees are not covered by insurance, and this will come from the companies profits. If you are an employed courier you will not last very long if you are heavy handed or clumsy. If you are self employed, you will not be employed by that company again.

Academic skills are not essential but basic skills are, the ability to read and write in the English language are very important. A customer will supply documentation to go with the goods and the courier will need to be able to read this and be able to differentiate each document and match it to the corresponding loads.

There is more to being a courier than throwing the goods on the back of a van and driving off into the sunset. If you want to be successful you need to do some research. Research is a vital skill for a person looking to become a courier, it can save them money and heartache in the short term and enhance their career in the long term.

Sarah Arrow
The Complete Courier guide is an essential guide for self employed couriers looking to start their own courier business.

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